Recent Episodes
Dec. 17, 2024
Bullseye B2B lists turn your cold calling scripts into gold (15)
The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it. Over the years, working with B2B outr…
Dec. 15, 2024
Selling B2B--the one inch rule: the "stop short" B2B sales representative (14)
Today, we discuss the one-inch rule of selling. Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determi…
Dec. 3, 2024
Sales process steps: When to break the rules. (13)
Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on r…
Dec. 1, 2024
Ban five words to boost sales team pipeline progress (12)
Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t…
Nov. 25, 2024
50 Shades of not interested. A sales rebutal objection strategy. (11)
When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what they really mean, and how to respond in this episode.
Nov. 22, 2024
Start boostin 2025 sales: Decide what to stop.
If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing.